Dan Henry

He made them want that by creating the concept of think different and all this, right?

And so the point here is that

When I have an entry-level offer, my goal for an entry-level offer is to make it affordable and teach someone something that allows them to be a bit successful so that I create a market of people that can buy the high-end stuff.

So, for instance, we have an offer that's obviously not cheap.

It's a done-for-you webinar offer, right?

Well, if you don't know that you can make a lot of money

with doing that stuff, then I'm only selling to people who are solution aware, because there's five levels of customer awareness that now we're getting really marketing nerdy.

But if I'm only selling to people who know I need this thing,

Well, I'm limiting my total available market.

The amount of people I can sell to is small, but if I introduce these concepts to people and I make it easy for them to understand and I show them this new opportunity, now I create desire rather than simply finding people that already have the desire, okay?

So I'll give you an example.

we have a personal branding offer coming out.

Well, let's say you did not know how to monetize your business as well as you could or how to monetize your name.

Well, now when I help you create a personal brand and I say, well, hey, did you know you could actually monetize it through doing these talks?

Well, now that creates a customer.

I've already showed them and I can help them.

I've already helped them build a personal brand.

Now they're like, wow,

I need the next thing, okay?

Not because I just held something back, but because I showed them how to be successful at something that made them want to be more successful at a bigger thing.